Class Description
The comprehensive curriculum includes classroom lectures, interactive activities and simulations, and assignments to be completed back in the field. Skill development coursework includes:
- Case studies and scored simulations
- Strategic account planning
- Executive level presence
- Customer relationship management
Hiring managers can be confident that account manager candidates who have completed this program are able to craft and position a superior value proposition that resonates with key decision makers, and provide world-class account management aligned to the priorities of customers in key accounts.
OUTCOMES
- Pressure test your objectives, key issues & strategies for your book of business
- Synthesize macro trends into customer & manufacturer implications
- Utilize the Executive Level Presence model to quantify your solutions in a strategic fashion that enhance your credibility
- Map your strong ties & weak ties to broaden your account footprint
- Refine and simulate an elevator speech to position for access
- Utilize the Gapping Diamond process that enables Account Managers to understand customer’s key business issues
- Understand, create, and position their value proposition
- Develop a strategic plan for their assigned account
- Apply business processes through simulations
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